Director, New Business Sales - Black HatFull-timeInforma Festivals marks an exciting new chapter in B2B events, bringing some of the world's most influential creative, technology and business festivals together. We’re combining prestigious events like Cannes Lions, Black Hat, Money20/20, GDC, and London Tech Week with cutting-edge marketing intelligence platforms and advisory services to deliver unmissable experiences and insights.Our festival-led approach reimagines traditional B2B events, creating powerful, immersive experiences that drive innovation and industry advancement. Building on decades of expertise and powered by Informa's international reach, we're shaping the next generation of business festivals.We’re part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100 who are #3 in Glassdoor's Best Places to Work 2025 UK list.This role is based in our5 Howick Place (5HP), London, SW1P 1WG office.Drive explosive growth in cybersecurity's most influential market through exceptional team leadership and strategic new business development.Are you a dynamic sales leader who excels at building high-performing teams while personally driving breakthrough revenue growth? Informa is seeking a results-drivenDirector of New Business Salesto spearhead expansion across our industry-leading Cybersecurity portfolio, featuring premier brands such as Black Hat and SecTor.In this high-impact leadership role, you'll operate as both an inspiring people manager and a hands-on new business hunter. You'll lead a team of accomplished sales professionals while personally pursuing and closing strategic new accounts that fuel our aggressive growth agenda.The ideal candidate combines proven team development expertise with a relentless drive for new business acquisition and market expansion.Key ResponsibilitiesNew Business Development & GrowthDrive aggressive new business acquisition across exhibit space, sponsorships, and media productsPersonally hunt and close strategic accounts while coaching your team to do the sameIdentify and penetrate untapped market segments within the cybersecurity ecosystemBuild comprehensive territory expansion plans targeting high-value prospects and emerging opportunitiesLead strategic prospecting initiatives to build robust pipeline for sustained growthTeam Leadership & Performance ManagementLead and develop a team of New Business Sales Managers focused on acquisition and expansionImplement sales excellence frameworks that drive consistent new business resultsRecruit, onboard, and develop top-tier sales talent with proven new business track recordsCreate a high-performance culture that rewards innovation, collaboration, and aggressive growthCoach team members on advanced prospecting, qualification, and closing techniquesConsistently exceed new business revenue targets through team performance and personal contributionAnalyze market data and sales metrics to identify expansion opportunities and optimize approachDevelop data-driven client acquisition strategies that maximize conversion and deal sizeBuild strategic partnerships that open new revenue channels and market accessCollaborate with Sales Managers to create compelling, customized proposals for high-value prospectsStrategic LeadershipMaintain expert-level knowledge of cybersecurity industry trends, competitive landscape, and emerging opportunitiesServe as senior relationship manager for key strategic prospects and new market segmentsProvide accurate forecasting for new business pipeline and revenue projectionsPartner cross-functionally to ensure seamless client onboarding and solution delivery7+ years of B2B sales leadership with direct team management responsibilityProven new business development track record in events, media, or technology sectorsExperience selling complex solutions ($50K+ average deal size) to enterprise clientsDemonstrated success in building and scaling high-performing sales teamsAdvanced proficiency with Salesforce or similar CRM platformsLeadership CapabilitiesExceptional people management skills with ability to inspire and develop talentStrategic thinking combined with hands-on execution excellenceData-driven decision making with strong analytical and forecasting abilitiesCross-functional collaboration skills to work effectively across organizationsExecutive presence for engaging with C-level prospects and internal stakeholdersPersonal AttributesHunter mentality with relentless drive for new business acquisitionCompetitive spirit with track record of exceeding aggressive targetsAdaptability to thrive in fast-paced, evolving market conditionsIntegrity and professionalism that builds trust with clients and team membersWe believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to sayLifeAt.Informa.comOur benefits include:Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networksBroader impact: take up to four days per year to volunteer, with charity match funding available tooCareer opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job movesTime out: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a yearA flexible range of personal benefits to choose from, plus company funded private medical coverA ShareMatch scheme that allows you to become an Informa shareholder with free matching sharesStrong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and moreRecognition for great work, with global awards and kudos programmesAs an international company, the chance to collaborate with teams around the worldWe’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.If you would like to request reasonable adjustments or accommodationsto assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. 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